Are you comfortable with sales calls? Do you do the same routine with every single person?
I’m here to tell you I change my calls up, person to person, but my routine is the backbone of each call.
First, I start with the Warm-Up – I get to know them and build rapport. Both of us chat so that we get to know each other. Using either FORM or FORD gives you advice to create a topic. FORM: Family, Occupation, Recreation, then into the Message. FORD: Family, Occupation, Recreation, and Desires.
Second, I get into my fact-finding. I share my money-bag presentation. I ask questions that I will be able to assist with during my presentation. The goal is then to give a long term solution.
Third, I present and close. On my YouTube channel, I have produced videos with presenting and closing ideas. Also, I have personalized training for companies or one-on-one to give you more advice in this area. I touch on five benefits that I am going to help them solve and then pick three that will be the best options. Please make sure that it’s engaging along the way and they are saying yes.
I provide in order the plans from largest to smallest. I also have nine trial closes ready to banter back and forth to see where they might be most interested.
Finally, I do my cool down where I bring the client from business to chatter. You want to confirm the client saw value in what you’re selling and ask questions. Then you will explain what happens next. This is the time to ask for a referral. For the next five to ten minutes, slow down and chat so when you get off the phone, they aren’t thinking of the sale but rather that you were so kind and got to know them.
If you are more interested in my specific techniques or direct examples, make sure to look into either my Success Society or my Sales System. I have a ton of options for how I can assist you through your insurance agent career.